Our ideal Cloud Alliance Manager is an entrepreneurial self-starter that will define and execute our cloud partner strategy globally, collaborate with local market and global leaders, and drive partner sales. 

The successful candidate must have experience building and managing trusted relationships with partners as well as possess a track record of developing pipeline and exceeding quota.

This role is remote with an expectation of 30% travel. 

Responsibilities :

• Lead Cloud Alliance Strategy: Act as Pigment’s dedicated alliance lead for GCP (and future providers), owning the relationships, revenue motions, and end-to-end co-sell execution to drive measurable pipeline.

• Drive Partner Ecosystem Growth: Develop and execute strategic business plans to achieve pipeline, revenue, and delivery goals, including recruiting and managing strategic consulting partners to expand market coverage.

• Manage Marketplace & Operations: Own GCP Marketplace presence end-to-end—including ACE hygiene, program enrollment, and marketplace integration platform management—to ensure operational compliance and seamless deal flow.

• Pipeline & Sales Acceleration: Drive sourced and influenced revenue by coordinating joint account planning, opportunity registration, and partner-led sales motions with cloud field teams.

• Cross-Functional Collaboration: Partner closely with Sales, Solutions Consultants, Marketing, and Partner teams to enable field teams on partner capabilities and execute co-branded campaigns that strengthen market positioning.

• Performance & Stakeholder Management: Monitor partner health and performance (certifications, adoption, engagement) while facilitating ongoing stakeholder alignment through territory planning and executive-level business reviews.

• Program Optimization: Identify and operationalize new cloud programs, credits, and funding opportunities to maximize the partnership's impact.

• Product Innovation: Collaborate with product, engineering and technical stakeholders to drive co-innovation and cloud provider integration roadmap for the benefit of our joint customers.

About You:

• 6+ years of experience in cloud alliances, partner sales, or business development with direct, hands-on experience managing GCP and/or AWS partnerships

• A proven history of significantly scaling partnerships between cloud providers (preferably GCP or AWS) and a software/SaaS company

• Demonstrated track record of building and scaling co-sell motions with hyperscale cloud providers, including working directly with cloud partner sellers on joint deals

• Experience with cloud marketplace transactions and programs (GCP/AWS Marketplace, MPPO, CPPO etc.)

• Experience with marketplace GTM platforms and referral automations

• Strong operational discipline, you can manage a pipeline, track partner activity, and communicate results clearly to internal stakeholders

• Excellent communication and relationship-building skills; comfortable owning external relationships with senior partner counterparts at large cloud organizations

• Existing relationships at GCP or AWS (ISV team, field sellers, or marketplace teams)

• Strong interpersonal skills and comfort working with cross-functional teams

• Strong relationship building skills and excellent listening, probing, questioning and negotiating skills

• Strong executive presence, comfort presenting, and ability to manage up

• Prior experience in the EPM/FP&A space a plus

• Experience operating in a startup or high-growth environment where structure is limited and you're expected to build the playbook, not just run it

• Ability to adapt to a rapidly changing product and respond strategically to partner needs

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